The figures:
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40 negotiations handled daily
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5,000 companies surveyed
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350 users of back office with daily access
Customer requirements
The Corporate Marketing Division of Intesa SanPaolo needed to monitor the business activities carried out by the product factory network (the bank’s subsidiary companies, which market specific products such as POS, leases, mortgages, etc..). Some of the product factories already had tools for collecting data on these activities, while others performed these collections with Excel spreadsheets and Access databases.
The specific requirements were:
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the bank to be able to monitor the status of negotiations
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provision of aggregate statistics on the progress of the business by area, for CC, the manager and the product factory, etc..
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verification and updating from any place and at any time the status of negotiations on the part of the network
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construction of a historical memory of the commercial negotiations undertaken
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collection of information on the progress of the business of customer companies (strategic assessment and structured finance)
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The solution
The solution selected by Engitel to meet the bank’s requirements involved the special customisation of the Contacts Manager framework that:
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acquires customer details from SAP with NDG and the relevant corporate centre
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acquires user data and assigns specific duties by role (marketing, CC manager, large manager, etc..), showing each network user only those companies relevant to him
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provides the network with structured forms for data loading relevant to the negotiations, and a streamlined and user-friendly reporting system
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provides the Bank with a series of dashboards with aggregate data on the progress of the business in the various product factories
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enables the sending of e-mail communication to the Network
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integrates with the particular platforms of each product factory, automatically acquiring the data of interest to the Bank
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The advantages
The application introduced benefits for all parties involved:
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sharing the commercial summary data
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detailed and summary reporting of sales performance of each product factory, area, corporate centre, etc..
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real time monitoring of commercial negotiations
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history and outcome of commercial negotiations
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more accurate knowledge of customers through the compilation of assessments and questionnaires
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